The gold standard for measuring financial progress, updated for today's market From Ross Levin, a trusted financial planner, comes Implementing the Wealth Management Index. The new edition of the book Investment Advisor called a "e;landmark opus,"e; this revised and updated volume expands upon his legendary Wealth Management Index tool. A benchmark system that, through a series of questions and evaluations, enables advisors to score their performance for individual clients, the tool is used by firms around the world. In this new edition, the index looks at asset protection, disability and income protection, debt management, investment planning, and estate planning. The new edition adds more how-to information, as well as actual client examples and case studies to show how Levin's firm successfully uses the index as a daily strategy. Asks the important questions, like "e;Did you use all reasonable means to reduce your taxes?"e; and "e;Have you established and funded all the necessary trusts? Have you made your desired gifts for this year? Newly revised and expanded for the first time since 1997 Essential guidance from a top man in the game, Implementing the Wealth Management Index is the one-stop resource for measuring client financial progress.

The gold standard for measuring financial progress, updated fortoday's marketFrom Ross Levin, a trusted financial planner, comesImplementing the Wealth Management Index. The new edition ofthe book Investment Advisor called a "landmark opus," thisrevised and updated volume expands upon his legendary WealthManagement Index tool. A benchmark system that, through a series ofquestions and evaluations, enables advisors to score theirperformance for individual clients, the tool is used by firmsaround the world. In this new edition, the index looks at assetprotection, disability and income protection, debt managementinvestment planning, and estate planning.The new edition adds more how-to information, as well as actualclient examples and case studies to show how Levin's firmsuccessfully uses the index as a daily strategy.* Asks the important questions, like "Did you use all reasonablemeans to reduce your taxes?" and "Have you established and fundedall the necessary trusts? Have you made your desired gifts for thisyear?* Newly revised and expanded for the first time since 1997Essential guidance from a top man in the game, Implementingthe Wealth Management Index is the one-stop resource formeasuring client financial progress.

Introduction xiChapter 1 Turning a Concept into a Practice 01The Format 02The Wealth Management Index Overview 03The Wealth Management Index 04Conclusion 11Chapter 2 Building and Operating a Practice 13What Do You Want to Be When You Grow Up? 13Partners 21Broader Ownership 23Conclusion 32Chapter 3 Growing Your Business 33Quantitative Prospect Metrics 33Behavioral Types of Prospects 35The Prospect Meeting 39Questions 42Other Questions 46Next Steps 47Conclusion 49Chapter 4 Developing Staff 51The Client Team 51Leadership Pipeline 52Conclusion 52Chapter 5 Training Staff in Using the Wealth Management Index 65The New Hire Process 65Conclusion 83Chapter 6 The Work Plan 85Pre-meeting 85Post-meeting 87Agenda 92Conclusion 92Chapter 7 Objective Setting 95Asset Protection 95Disability and Income Protection 98Debt Management 103Investment Planning 105Estate Planning 107Conclusion 112Chapter 8 Scoring the Wealth Management Index 113Spreadsheet 114Chapter 9 Asset Protection (Preservation) 117Components 119Have You Articulated a Life Insurance Philosophy? 119What are Your Concerns Regarding Risks of Large Losses from Medical, Long- Term Care, Property/Casualty, and Personal or Professional Liability Issues? 128Have You Defined and Protected Your Business Interests? 138Conclusion 142Chapter 10 Disability and Income Protection (Protection) 145What are the Income and Lifestyle Needs and Wants of Your Family Currently and Prospectively? 147Have You Evaluated All Current Sources of Income and Potential Changes to These Sources? 159Are You Fully Utilizing All Benefits Available to You? 168Conclusion 189Chapter 11 Debt Management 191Have You Established Your Philosophy Regarding Using Savings or Credit? 192Is Your Type of Debt Appropriate Given Your Wealth-Management Objectives? 196Conclusion 201Chapter 12 Investment Planning (Accumulation) 203Have You Developed an Investment Philosophy? 205Have You Determined the Mechanics for Managing Your Portfolio and the Evaluation of What Success Looks Like? 222Conclusion 228Chapter 13 Estate Planning (Distribution) 231Have You a Philosophy on Wealth Transfer? 232Have You Articulated Your Charitable Philosophy or Mission Statement? 244Have You Planned for Incapacitation, Elder Care Issues, and Final Planning Needs? 248Conclusion 251Epilogue 253About the Author 255Index 257